Twelve Days of Selling: "Day 9"
Ah, Day 9!
Last night was the Stratix Annual Holiday Open House event. It kicked off at 6 PM, and while I’m not sure when it officially ended, I was out of there by 11:45 PM. Thankfully, I got a ride across the street to the hotel—a relief, as you never know what might happen in the rural parts of PA.
After breakfast at the hotel, I stopped by the corporate office to check out the aftermath of the event. The caterers were still busy cleaning up, and everything from the night before was already just a memory. With that, I set off on my three-hour drive to our New Jersey office.
I arrived around noon, still nursing a slight headache thanks to a bit too much tequila the night before. By 1 PM, though, I was back on track and diving into my CRM. The closer we get to the holidays, the harder it becomes to get in touch with decision-makers at existing accounts. Still, I managed to uncover a soft prospect in an unexpected way.
One of our customers called, desperate for wide-format paper. They had ordered it from another source, but the delivery never arrived. Since their location was only half a mile from my home, I brought them the paper they needed. While there, I had a quick chat with one of the employees and asked when their fiscal year ended. I found out it’s the end of this month—a golden nugget of information!
This account still uses an older Ricoh 240W paired with a Windows XP PC for scanning and printing. I pointed out that it’s a ticking time bomb and suggested they consider upgrading now, which could also help reduce their tax liability for 2014.
As soon as I finish writing this, I’ll be sending an email to the owner to state my case. Fingers crossed—if this pans out, a new wide-format order could bring in significant revenue!
-=Good Selling=-
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